What are some creative ways to personalize a demo for a prospect?

Research is mandatory be it a casual catch up call. Consider the demo as probably the most crucial customer touchpoint in the buyer journey. Unlike the pre-demo meetings, here it is about being relevant than just personalizing. 1. Give your prospect a feeling that we know your underlying pain point. 2. Streamline the demo in such a way that the product is built to solve this problem, and not just one of the problems it can solve. Make sure this is a Sales driven demo rather than a technical demonstration of the product capability.

Before the demo I try to research & understand their business priorities eg: strategic accounts, growth areas etc and keep my demo focused on the aspects relevant to the client. Before the demo I like to present my understanding of their challenges & goals and get a buy in. This helps in keeping the demo restricted to what they would exactly be relevant to them & gives them a sneak peak into what impact will the tool create for their business.

Siempre en las DEMO si hay algo que marcó la diferencia fue trabajar sobre 2 puntos críticos del cliente. No más ni menos, porque no vamos a poder abarcar todo. 2 puntos que el cliente tiene actual dolor y buscarle la manera de abordarlo a través de la DEMO. Pon su logo si puedes, da un ejemplo con su problemática. Evalúe con el prospecto que le parece la solución o ese uso con la plataforma, tal vez necesita otra manera de abordar el problema.

Enfócate en destacar los problemas que pueden solucionar si te contratan, los negocios o clientes aveces no buscan los años de experiencia en desarrollo de software o la tecnología mas difícil de desarrollar, buscan es la solución a su problema.

Craft personalized demos that captivate prospects 🏆: Unearth insights 🕵️♀️: Delve into their industry, challenges, and aspirations. Mirror their world 🤝: Replace generic scenarios with real-life examples. Speak their language 🗣️: Adopt their industry terminology and communication style. Highlight relevant features 🚀: Focus on features that address their pain points. Engage them actively 👥: Encourage participation through questions and interactive tools. Reinforce value and next steps 📑: Provide a personalized recap with clear call-to-action.

Your research into a prospect's background, challenges, and needs is invaluable, but how you present this information is just as crucial. Summarise your key findings on an initial slide instead of overwhelming them with details during the demo. This approach helps set the context and shows that you've done your homework, making it easier for the prospect to understand and connect with what you've prepared. Prioritize presenting their specific challenges and situations first. This strategy demonstrates that your demo is not just a standard pitch but a customized solution to their unique needs. Remember, the goal is to strike a balance — providing enough information to be relevant and impactful without overloading them with details.

ALWAYS OPT THE CONSULTATIVE APPROACH! Invest time in understanding your prospect's industry, challenges, and goals. Tailor your demo to showcase how your solution specifically addresses their needs, demonstrating a deep understanding of their business landscape.

Preparing for a demo is like crafting a personalized experience. It's not just about gathering data; it's about understanding the story behind your prospect. Beyond the routine research sources lie hidden gems—insights that can transform a standard demo into a tailored solution. Dive deeper into their journey, uncovering not just their challenges or interests but the 'why' behind them. Imagine it as connecting dots rather than just collecting facts. This comprehensive understanding helps shape a demo that feels less like a presentation and more like a solution uniquely crafted for them, showcasing your genuine care and comprehension of their needs.

LinkedIn is indeed a great tool to research your prospect as you can see the present and past job roles they have had. You can also see what topics they like to talk about and then understand who you are dealing with. Using all this information you can then customize your pitch and the demo to target all relevant topics for your prospect. This is indeed simple in theory but difficult in practise as it requires a lot of time scanning through the profile and sometimes the website bio sections.

Use the prospect's own data or scenarios in the demo. This could involve incorporating their branding, using their real-world challenges in your scenarios, or showing how your product would work specifically in their environment. This approach makes the demo more relatable and tangible.

Mirror their world 🤝: Replace generic scenarios with real-life examples. 🧩 Embrace your prospect's unique context by weaving their data, industry, and pain points into your demo narrative. Replace generic examples with real-life scenarios that mirror their challenges and aspirations. Let your demo be a reflection of their world, not a one-size-fits-all sales pitch. 📈

Craft a scenario within the demo that directly aligns with your prospect's pain points. Identify the pain points by asking relevant questions. Personalizing the experience by addressing their specific challenges creates a more impactful and relevant demonstration.

During my 26 years in corporate life I found it useful to not only research your clients but to also use the jargon and/or vocabulary that the prospective client is using in that moment in time. For instance, in the hotel industry, the use of the word 'bleisure' (business & leisure) became a buzz word and was welcomed by key stakeholders. Any time our teams could use that word in our demos to highlight our intimate knowledge of the client(s) and their objectives it was a way to build a connection and personalize the presentation.

Speak their language 🗣️: Adopt their industry terminology and communication style. 🧠 Bridge the communication gap by adopting your prospect's industry-specific jargon and tailoring your language to their preferences. Avoid technical language that might alienate them. By speaking their language, you establish yourself as a trusted advisor and unlock genuine connections. 🤝

Speak the language of your prospect. Incorporate industry-specific terminology and align your messaging with their business objectives. This not only demonstrates expertise but also establishes a connection based on shared understanding.

Highlight Customizable Features: Show the prospect how they can customize or configure your product to meet their unique needs. Emphasize flexibility and adaptability if your product allows for user customization.

Highlight relevant features 🚀: Focus on features that address their specific needs and challenges. 🎯 Make your demo a laser-focused showcase of value by highlighting the features that directly address your prospect's pain points and aspirations. Avoid overwhelming them with a laundry list of features. Instead, demonstrate how these features can make a tangible difference in their business. Remember, relevance is key to captivating their attention and interest. 📈

Focus on showcasing features that directly benefit your prospect. Highlighting the most relevant aspects of your solution helps them visualize the specific value your product brings to their unique situation.

Adding some use cases which a prospect might not have thought of brings new knowledge and perspective to exploration activity and makes the whole process insightful.

Engage them actively 👥: Encourage participation through questions and interactive tools. 💡 Transform your demo from a one-way presentation into a captivating dialogue. Engage your prospects by asking open-ended questions, seeking their input, and encouraging their participation. Make them feel valued and heard. Utilize polls, quizzes, or interactive tools to create an immersive experience. By involving your prospect, you keep them engaged and make the demo a collaborative journey. 🤝

Make the demo interactive. Encourage participation by asking questions tailored to their challenges. This involvement not only keeps them engaged but also provides insights into their preferences and priorities.

This is extremely crucial! If you are the only one talking most of the time, the prospect is likely not 100% involved. It is best to ask probing questions as soon as the introduction is done so that the demo can be driven as per their needs/interests. Stop and ask questions, seek feedback, or reiterate every 7-10 mins between the demo as well so the conversation is constant.

Reinforce value and next steps 📑: Provide a personalized recap with clear call-to-action. 📢 Leave a lasting impression by providing a personalized recap that summarizes the key takeaways and outlines clear next steps. Address any lingering questions and reinforce the value proposition. A thoughtful recap demonstrates attentiveness, commitment, and a genuine desire for their success. 🤝

Send a personalized recap of the demo, emphasizing key points discussed and how your solution addresses their specific needs. This reinforces the personalized approach and ensures a clear understanding of the value proposition.

During my conversations I have tried to showcase solution during demonstration by circling back with clients objectives / top priorities and reconfirming if this will have the impact post implementation. A level deeper would be draw a picture for the DM to explain before and after scenarios for client to visualise the major differences they can see in Solution showcase.

During the demo, I keep checking with the prospect if what I showcased solves for their use case / objective. This helps us both know the impact the product can have once they are onboard.

I follow below check list to drive successful demo: 1. Know your client 2. Structure 3. Clarity 4. Engagement 5. Value propositions 6. Proper demonstration 7. Next action 8. Follow up

People buy from people they trust. Bring to the conversation relevant proof points that help you establish your credibility. A great example is a use case on your client's roadmap.